Despite the rise of social media and texting, email marketing is still an effective way to reach prospective and existing customers. But if you want your email to stand out in the inbox, and not wind up in the trash, avoid making these 14 email marketing mistakes.
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Mistake No. 1: Not optimizing your emails for different platforms and mobile devices.
“Outlook, Gmail, Yahoo, etc., all display emails slightly differently, and all look different on desktop vs. mobile,” notes Nate Kristy, vice president, marketing, Automational. “Do you know how your email template will respond to the variety of devices and browsers with which it could be opened? Most marketing automation tools will allow you to preview your message on different sized screens and make sure everything appears as intended. [Just] be sure you are using this feature. You should also send test emails to a variety of email addresses, and check each from different devices, to ensure the email appears just as you want it to.”
“The best way to ensure your email gets dumped in the trash once it is opened is to frustrate the reader with an email that doesn't render correctly on their mobile device,” says Paige Musto, senior director, corporate communications, Act-On Software. “Now that more than half of all email messages are opened on mobile devices, it is paramount that marketers create responsively designed emails so that they display beautifully across any device the recipient might open the email with. A way to future-proof this fail from happening is to use an email service or marketing automation provider that has responsive design technology built in.”
Mistake No. 2: Not using segmentation and personalization.
“It’s a mistake to send a blanket email to all of your customers,” says Allen Bonde, senior vice president, marketing, Placester. “At the same time, it would be a mistake (and impossible) to tailor email to every single customer. The better practice [is] to segment your customer base by who they are: a hot or cold lead, a past or present prospect, their position in your sales funnel, their specific interests, [where they are,] etc.,” he explains.
“Armed with this segmentation, small businesses can then use their email marketing software to send relevant messages to each group at appropriate times, increasing the likelihood that customers are interested in the call to action.”
“Even segmenting your list by industry or including a first name in the subject line can have a tremendous impact on conversions,” adds Justine Beauregard, owner & founder, Mirelle Marketing. “It's worth the time to drill down and personalize when possible!”
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Mistake No.3: Focusing only on promotion.
Instead of using email marketing exclusively as a sales tool, “use it as a medium to engage your customers and build customer loyalty,” says Doug Sechrist, vice president, demand marketing, Infusionsoft. “Of course, your ultimate goal is to promote and sell your product. But to see better results from your email marketing program, focus on engaging your customers [with helpful or useful information, not necessarily involving your products or service] instead of bombarding them with promotional content. In the end, engaged subscribers are much more likely to open emails they receive from your brand.”
Mistake No. 4: Having a confusing, deceptive or boring subject line.
The subject line “is the first thing that we see in our email inbox,” notes Kate Chan, full stack marketer, Rabbut. It’s also “what makes people want to click on your email or not.” That’s why it’s important to spend some time crafting a subject line that will really grab your readers’ attention. Better yet, test different subject lines to see which one works best.
“Subject lines can make or break your open rate,” says Gil Resnick, marketing automation specialist, Repsly. “A good, catchy subject line will draw a reader in for more and get them into the email itself. Boring subject lines often result in clients deleting the email or simply skipping over it to get to more important things. Give [your] subject lines some jazz, but keep them on topic. Overuse of exclamation points and even certain words, such as ‘free’ or ‘money,’ can trigger the spam filter, meaning your email never had a chance.”
Also be careful about being too catchy. “While catchy subject lines are good at grabbing your recipient’s attention and increasing your open rates, they’ll only work if the email [delivers] what [has] been promised,” says Sechrist. “Nobody likes to feel deceived. [So] it’s imperative not to over sensationalize your subject lines and instead align the subject with the content.”
Also, keep in mind that “clear subject lines receive 541 percent more clicks than clever ones, according to a study by AWeber Communications,” says Mike Madden, demand generation program manager, Marketo. And by clear, he means subject lines “avoid tricks, clickbait and questions about what the email actually contains [and] are consistent with the body of the email.”
Mistake No. 5: Embedding your message in an image.
“Avoid putting all your text into images,” says Sam Binks, digital marketing manager, TeamSnap. “If there's an issue and images don't load for some reason, guess what? Your text doesn't either. What a waste.” The solution: “Balance images (don't make them huge) with clear and concise text in the body of the email. That way text will always be readable and your message gets through.”
Mistake No.6: Having too much text.
“These days, an email is only open for a matter of seconds, leaving your subscribers enough time to scan [it] for visually enticing photos and read about 50 words (max),” says Chiara McPhee, founder & COO, Bizzy. “This means you have only moments to catch your reader's attention. If you fail to convince your audience to take action and buy your product during this time, your conversion rates will not increase substantially.”
To help ensure your message is read, “shorten your text to make your message more concise and include amazing photography to entice your reader,” she suggests. “It’s important to make a lasting impression once you’ve gained that initial email-opening click. But remember, you only have 20 seconds to make that impression and create a subscriber into a customer.”
Mistake No. 7: Looking unprofessional.
“Nothing looks more unprofessional than getting a bcc email that clearly went out to a business owner's entire address book,” says John-Henry Scherck, growth marketing manager, DocSend. “Use an actual email marketing platform, like MailChimp, AWeber, ActiveCampaign, Constant Contact or the dozens of other options on the market. These platforms are specifically tailored for email marketing and can provide business owners with helpful features like pre-designed templates, scheduling, tracking and analytics that regular email just doesn't offer.”
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